SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture.
We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise.
We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row.
The Role:
We are seeking a highly motivated and experienced Strategic Account Executive to work as an Agentic Technology Specialist focusing on selling our Agentic related technology solutions (specifically, Data Access Security, Machine Identity Security and Agent Identity Security) into the ANZ market. This role is an Overlay sales role supporting our direct Account Executive sellers. This role is critical in driving the adoption of these innovative solutions, and candidates should have experience either selling across Identity Security, Information Technology, Software Engineering, Data & AI stakeholders, experience in Agent building technologies and/or data architecture technologies.
To excel, the position demands an Agentic Technology Specialist who:
· Is curious, and possesses the ability to synthesize information at a rapid pace in a dynamic environment.
· Is a consultative seller who deeply understands how to discover mutual alignment between business value and technology solutions.
· Knows how to work across various personas within IT, software engineering organizations, ideally with experience in Cybersecurity/Identity applications in addition to other modern Cloud technologies/architectures (IaaS, Cloud Data Platforms, etc)
· Develops strong strategic relationships and can operate at all levels – from IT Executives, Business stakeholders to Data & AI team members.
· Understands how to scale, can work in an environment where empowering other Account resources can deliver positive business outcomes.
· Utilizes analytical tools and complex data to drive programs and plays.
· Has worked as a Specialist Account Executive (overlay, co-prime, etc) in a dynamic team-based matrix selling environment
· Can demonstrate expertise in understanding and presenting the value of SailPoint's Agentic Technology solutions and how they compare to competitive offerings as well as relate to the broader SailPoint product set.
· Provides a superior customer experience from the first discovery call, leveraging skills in competitively positioning our solutions and a broader value proposition, including partner services.
· Develops territory and opportunity plans that outline the steps required to progress from discovery to the next stages in the sales cycle.
· Builds internal programs and enablement to help scale the larger sales organization around the Agentic product set.
· Work closely with the leadership team to refine ideas and optimize sales strategies.
· Upholds SailPoint’s culture by reflecting our 4I’s values.
Responsibilities:
· Exceed revenue quota goals on a quarterly and yearly basis.
· Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests related to data, AI, and identity intelligence.
· Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values.
· Collaborate with marketing to develop and execute marketing plans through/with partners and end users, specifically targeting the Identity Intelligence market.
· Pursue all leads supplied and ensure internal systems are updated.
· Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.
· Follow up with customers and partner with the post-sale team to ensure consistent and ongoing coverage of accounts, including new sales opportunities.
· Oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, and RFP responses.
· Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors, with a specific focus on the Identity Intelligence landscape.
· Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space.
· Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers, including IT personas focused on cybersecurity, AI, data, and enterprise architecture.
· Utilize all reporting tools including accurate forecasting and Salesforce hygiene.
· Internal Enablement: Develop and deliver internal training and enablement programs to equip the primary Account Executives, Customer Success Managers and internal Business Development teams with the knowledge and skills to identify and pursue Identity Intelligence opportunities within their accounts.
· Strategic Account Planning: Collaborate with Account Executives to develop comprehensive strategic account plans that incorporate Agentic Technology solutions.
· Internal Program Building: Build internal programs to foster collaboration and partnership between the Identity Intelligence Specialist team and the broader sales organization.
The path to success:
1-month milestones:
Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential.
Segment account list into your top 20 focused accounts & the Top 3 Big Bet accounts within this list.
Meet with old account managers to capture any history.
Meet with partners of existing accounts to understand their position and services offered.
Work with Marketing Manager on marketing plan.
Work with Channel Manager on channel plan.
2-month milestones:
Create a stakeholder map for key partners that are influencers in
your Top 20 accounts and devise your approach to connect with them.
Demonstrate Salesforce hygiene with regular, accurate activity and
updates.
Met weekly with sales management to keep Salesforce and Clari up to date.
3-month milestones:
Complete territory plan and present to Sales Management:
Existing account overview and account potential
Prioritized accounts with account potential
Clean pipeline of potential opportunities to establish gap to target
Marketing and channel engagement plans to close the Gap to target
Customer references / case studies planned
Pipeline growth plan
Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint.
Lead an operating cadence with virtual team
Achieve “1st Mate” enablement badge.
4-month milestones:
Create account plans for key accounts.
Create opportunity plans for key opportunities.
Present forecast for self-generated opportunity & expected time to 1st
sale.
Develop strategies to approach Top 20 accounts - present to
management.
Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are.
Showing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40).
Present SailPoint value proposition in front of manager via either: customer / prospect or internally.
6-month milestones:
Built a Pipeline of 2 to 3 times target comprising.
Existing customer pipeline
Progress existing pipeline
New Pipeline
Refine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc.
Complete your Captains badge on HighSpot.
Education:
Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field.
Travel:
Business travel of approximately 50 percent yearly is expected for this position.
SailPoint is an equal opportunity employer, and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [email protected] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
